Regional Technical Sales Manager - Industrial Water Solutions

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CAPE Environmental Management is seeking a commercially driven Regional Technical Sales Manager to develop CAPE HydroTek's industrial water treatment business within an assigned territory. This position reports to the Technical Sales Leader and will serve as the primary owner of customer development and sales opportunities within the assigned region. The successful candidate will identify prospective customers, build relationships, understand water-related operational challenges, and advance qualified opportunities through CAPE HydroTek's technical sales process. The territory will be established based on the employee's location, relevant market experience, existing relationships, and CAPE HydroTek's business priorities. This is an individual-contributor role with direct coaching and technical support from the Technical Sales Leader.

The successful candidate should expect an intensive initial learning period covering CAPE HydroTek's technology, target applications, qualification process, field results, pilot approach, value proposition, and appropriate boundaries for technical and performance claims.

Key Responsibilities

• Develop and execute an account-development plan for an assigned geographic territory in coordination with the Technical Sales Leader.
• Identify and research industrial facilities, contacts, and applications that fit CAPE HydroTek's target customer profile.
• Generate new opportunities through consistent phone, email, referral, partner, conference, and in-person prospecting.
• Build relationships with plant, engineering, maintenance, utilities, environmental, operations, and management personnel.
• Manage assigned opportunities from initial contact through qualification, technical evaluation, proposal, pilot implementation, closing, and follow-up.
• Conduct discovery conversations and site visits to understand customer systems, operating challenges, business priorities, decision processes, and potential measures of success.
• Gather the water-quality, flow, equipment, chemical-program, maintenance, and operating information needed to evaluate an application.
• Coordinate with the Technical Sales Leader and CAPE HydroTek's engineering, scientific, and operational personnel when additional support is required.
• Prepare customer follow-up communications, meeting summaries, presentations, proposals, pilot plans, and other sales materials.
• Maintain accurate customer, opportunity, next-step, pipeline, and forecast information in company CRM and sales-tracking systems.
• Represent CAPE HydroTek at customer meetings, site visits, conferences, trade shows, and regional industry events.
• Self-motivating and comfortable in an entrepreneurial environment where markets, messaging, applications, and sales processes will continue to evolve as we are bringing a unique technology with broad industrial applications to market.

Qualifications

Required:

• Bachelor's degree in engineering (chemical, environmental, mechanical, civil, or a related discipline), chemistry, microbiology, environmental science, or a closely related technical field; or an equivalent combination of relevant education and substantial industrial water, process, operational, and technical-sales experience.
• Three or more years of experience in technical sales, industrial sales, water treatment, industrial operations, engineering, environmental services, or a related field.
• Experience in any of these industrial applications is highly valued: cooling towers, boilers, heat exchangers, membranes, filtration systems, wastewater treatment, process-water systems, and/or water-reuse applications.
• Demonstrated willingness and ability to create new customer opportunities through consistent outbound prospecting.
• Ability to learn technically complex products and communicate their application and business value clearly and accurately.
• Strong written and verbal communication, presentation, organization, negotiation, and follow-through skills.
• Ability to manage multiple opportunities, commitments, and deadlines while independently developing an assigned territory.
• Comfortable selling in situations where customer education, technical validation, field trials, and internal consensus-building are required before a purchase decision.
• Naturally curious and diagnostically minded, with the ability to ask thoughtful questions, recognize relevant operating patterns, and determine when additional technical expertise is needed.
• Ability to collaborate effectively with sales, engineering, scientific, operations, marketing, and management personnel.
• Willingness to travel up to 35% for customer visits, pilot activities, conferences, exhibitions, and company meetings.

Preferred:

• Experience with industrial water systems, technical proposals, field trials, pilot projects, and/or commercialization of innovative technologies.
• Experience using a consultative or solution-selling approach to identify operational problems, quantify their business impact, and develop a technically and financially credible solution.
• Experience introducing a new, differentiated, or not-yet-widely adopted technology into conservative industrial markets.

This role will be measured through a balanced combination of prospecting activity, qualified opportunities, pipeline progression, customer follow-up, pilot and proposal activity, forecast reliability, new-customer acquisition, and territory revenue growth.

Cultural Fit:

• Embodies CAPE's "We, Not Me" culture - team-oriented, collaborative, adaptable, accountable, and guided by high integrity.
• Idealistic yet pragmatic - interested in expanding environmentally responsible technologies through practical industrial solutions.
• Customer-focused - approaches customers with curiosity and a genuine desire to understand and solve water-related operational challenges.
• Ego-free, coachable, and willing to take on reasonable responsibilities that contribute to the company's mission and goals.
• Driven to learn, follow through, and grow as both a technical resource and regional sales professional.

SALARY:
$100K+/year (commensurate with experience) and commission.

BONUS:

Based on position, individual performance, territory performance, and company performance.

TRAVEL:

Up to 35% annually for customer and site visits, pilot activities, industry conferences, and in-person meetings.

WHY CAPE?

For 35 years, CAPE has delivered construction and environmental remediation solutions to governmental and private organizations nationwide. The culture of our company is one of working together to achieve our clients' objectives, company goals, and employees' professional goals, and is succinctly and accurately defined as "We, Not Me" behavior.

CAPE HydroTek is an important growth initiative within CAPE, focused on helping industrial and municipal water systems improve operating performance through innovative, practical, and environmentally responsible water solutions. This position offers the opportunity to help build a growing business, introduce differentiated technology into the North American market, and work directly with CAPE's technical, scientific, operational, and executive leadership.

CAPE offers competitive benefits including Medical/Dental/Vision insurance, life insurance, ADP retirement savings plan including both traditional and Roth 401(k) with up to 4% match and lowest in class fees, health savings account (HSA) with investment option, flexible spending account (FSA), paid annual leave, paid maternity/paternity leave, and tuition reimbursement. CAPE also offers staff several other voluntary benefits options, as well as the option to work from home.

CAPE is an Equal Employment Opportunity Employer. We invite all qualified applicants to apply to our open positions.

Communication

Any communication regarding this position will come from an email address ending in cape-inc.com. Scammers may try to imitate our HR team. Please use caution when replying to emails that are from other domains. To ensure you are applying for a legitimate job, please only complete a job application that originates from https://www.cape-inc.com/environmental-jobs.